About this role
Date Posted:
2026-11-02
Country:
United States of America
Location:
OTCTH: Connecticut Home Offices Remote Location, Remote City, CT, 06032 USA
Why this role matters
Otis is building a more consistent and scalable approach to New Equipment and Modernization pricing. This role will lead the shift from fragmented, largely cost-based practices toward market-based, segmented pricing that improves growth, margin realization, and commercial decision-making.
The Global Director will initially play a central role in a significant commercial transformation that will reshape how Otis manages pricing, internal economics, deal governance, and commercial decisions across factories, regions, and selling entities. Working closely with the VP of Global Pricing, this leader will help design the future commercial pricing structure and organization, then lead the strategy, governance, and execution model once it is implemented.
Key responsibilities
Commercial transformation and operating model design
- Co-lead the design of the future New Equipment and Modernization pricing operating model, including roles, decision rights, governance, processes, and regional interfaces.
- Translate the future commercial structure into practical pricing processes, organizational requirements, system capabilities, and implementation priorities.
- Partner with Sales, Finance, Tax, Manufacturing, Supply Chain, Strategy, Digital Technology, and regional leadership to create an executable global model.
- Support pilot design, implementation planning, change management, capability building, and adoption across regions.
Pricing strategy and value creation
- Develop global New Equipment and Modernization pricing strategies aligned with market attractiveness, competitive position, customer segments, product differentiation, capacity, and growth priorities.
- Lead the transition from cost-plus pricing toward segmented, market-based, and value-based approaches.
- Establish methodologies for list, target, corridor, and floor pricing while enabling appropriate regional flexibility.
- Incorporate total lifecycle economics, including expected service conversion, future Modernization potential, and customer lifetime value, into strategic pricing decisions.
Deal governance and commercial decision support
- Design and lead global pricing governance, delegation of authority, and escalation standards for strategic projects and pricing exceptions.
- Establish a scalable deal-support model that provides rigorous commercial guidance without slowing regional execution.
- Support major project reviews by evaluating price, margin, competitive position, customer value, commercial risk, and longer-term economics.
- Lead structured win/loss reviews and major-deal post-mortems to improve future pricing decisions.
Regional execution and performance management
- Partner with regional pricing and commercial leaders to translate global strategies into executable market actions.
- Establish a consistent operating cadence to review price realization, discounting, margin quality, win rates, backlog quality, and adoption.
- Identify pricing leakage, execution gaps, and corrective actions using fact-based analysis.
- Build regional pricing capability through standard work, playbooks, coaching, and commercial training.
Analytics, systems, and enablement
- Define the business requirements needed to embed pricing guidance and governance into CRM, CPQ and ERP systems.
- Partner with Pricing Analytics & Intelligence leader to develop segmentation, deal guidance, lifecycle profitability, and performance measurement capabilities.
- Partner with Pricing Systems & Enablement to simplify workflows, automate approvals, improve user experience, and scale adoption.
Required qualifications
- 7+ years of experience in Pricing, Commercial Operations, or Product management roles or a related commercial function.
- 3+ years of driving commercial business transformations.
- Bachelor’s degree in business, finance, economics, engineering, marketing, or a related field.
Desired qualifications
- Experience working in complex B2B industrial, capital equipment, building technologies, or recurring service businesses.
- Demonstrated experience leading global, cross-functional transformation programs from design through implementation.
- Experience influencing senior leaders and regional teams across Sales, Finance, Operations, and Product organizations.Strong understanding of market-based pricing, segmentation, deal economics, discount governance, and price realization.
- Strong analytical, problem-solving, communication, and change-leadership capabilities.
- Experience with New Equipment, Modernization, major projects, or installed-base lifecycle economics.
- Experience implementing deal desks, pricing governance, CPQ, pricing analytics, or commercial decision-support tools.
- Experience working across multiple regions and balancing global standards with local market requirements.
- Ability to travel globally as business needs require (about 30%)
Closing
- This is a high-impact opportunity to shape how Otis makes commercial decisions across New Equipment and Modernization. The successful candidate will combine pricing expertise, commercial judgment, transformation leadership, and strong global collaboration to build a scalable capability that supports profitable growth and better customer outcomes.
The salary range for this role is $170,000-$190,000. Pay within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, and business or organizational needs.
If you live in a city, chances are we will give you a lift or play a role in keeping you moving every day.
Otis is the world’s leading elevator and escalator manufacturing, installation, and service company. We move 2.4 billion people every day and maintain approximately 2.4 million customer units worldwide, the industry's largest Service portfolio.
You may recognize our products in some of the world’s most famous landmarks including the Eiffel Tower, Empire State Building, Burj Khalifa and the Petronas Twin Towers! We are 72,000 people strong, including engineers, digital technology experts, sales, and functional specialists, as well as factory and field technicians, all committed to meeting the diverse needs of our customers and passengers in more than 200 countries and territories worldwide. We are proud to be a diverse, global team with a proven legacy of innovation that continues to be the bedrock of a fast-moving, high-performance company.
When you join Otis, you become part of an innovative global industry leader with a resilient business model. You’ll belong to a diverse, trusted, and caring community where your contributions, and the skills and capabilities you’ll gain working alongside the best and brightest, keep us connected and on the cutting edge.
We provide opportunities, training, and resources, that build leadership and capabilities in Sales, Field, Engineering and Major Projects and our Employee Scholar Program is a notable point of pride, through which Otis sponsors colleagues to pursue degrees or certification programs.
Today, our focus more than ever is on people. As a global, people-powered company, we put people – passengers, customers, and colleagues – at the center of everything we do. We are guided by our values that we call our Three Absolutes – prioritizing Safety, Ethics, Quality in all that we do. If you would like to learn more about environmental, social and governance (ESG) at Otis click here .
Become a part of the Otis team and help us #Buildwhatsnext!
Otis is An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age, or any other protected class according to applicable law. To request an accommodation in completing an employment application due to a special need or a disability, please contact us at [email protected].
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